With the rapid development of China's economy and the continuous improvement of people's living standards, people's consumption concepts and demands are constantly changing. As a high-end consumer goods, cars are increasingly favored by the younger generation and successful people. In recent years, automobile trading companies have mushroomed in Shencheng. Automobile trading companies are generally "4S" shops imported from abroad. In the case that the domestic automobile sales market is not saturated, this way of store sales accounts for more than 90% of sales. Only a few cars, such as minibuses, minibuses, heavy trucks and vans, have made great efforts in personnel promotion, and cars are all in-store sales. Today, when building a well-off society in an all-round way, cars have entered more and more people's families and become the means of transportation for ordinary people to travel.
First, the purpose of the internship:
1. Adapt to the society faster, improve their own quality, learn more sales skills, and learn to contact and communicate with customers.
2. Understand the brand, price and performance of Beijing Hyundai Motor.
3. Understand the management mode of the company, further deepen the understanding of theoretical knowledge, and further familiarize yourself with the application of theory and skills in practice.
4. Through practice, we can deepen our understanding of the position and role of automobile specialty in the national economy, consolidate professional ideas and stimulate enthusiasm.
Two. Time: 4-28 June 2007
3. Location: Beijing Hyundai
Four. Company composition: sales department, maintenance department and comprehensive office of finance department.
Salesman: Manager: XXX
Sales consultant: XXX
Information officer: XXX
Verb (abbreviation of verb) Practice content:
1. Master the modern sales process in Beijing.
Get on well with the sales staff and learn more from them.
3. Learn to use the corresponding sales skills
4. Better understand all aspects of automobile information and compare various models.
5. Really understand the meaning of "4S shop"
6. Car sales flow chart:
Reception-consultation-vehicle introduction-test drive-quotation negotiation-signing
Transaction delivery after-sales tracking
1. Reception: The most important thing in reception is initiative and courtesy. When a salesperson sees a customer visiting, he should immediately come forward and greet him with a smile. If accompanied by other customers, communicate with the accompanying customers with eyes. While making eye contact, the salesperson should briefly introduce himself and shake hands with the customer politely, and then ask the customer what help he needs. Try to be warm and sincere.
2. Consultation: The purpose of consultation is to collect information about customer needs. Salespeople need to collect all the information of customers as much as possible in order to fully explore and understand the accurate car purchase needs of customers. The salesperson's inquiry must be patient and friendly. Moderation and trust are very important at this stage. When answering customers' inquiries, salespeople should have a good grasp of the appropriateness of services, neither under-serving nor over-serving. At this stage, customers should be allowed to express their opinions at will and listen carefully to understand their needs and wishes, so as to sell more effectively in the subsequent stage. Moreover, at the beginning of the reception, the sales staff should take the corresponding promotional materials to the customers for inspection.
3. Vehicle introduction: The most important thing in the vehicle introduction stage is pertinence and professionalism. Sales staff should have professional knowledge of the products they sell, and at the same time fully understand the competing models, so as to constantly compare their own products in the introduction process, highlight their selling points and advantages, and thus improve customers' recognition of their products.
4. Test drive: During the test drive, customers should focus on the car experience, avoid talking too much, and let customers focus on getting the car experience and feelings.
5. Quotation negotiation: usually price negotiation. Sales staff should pay attention to ensure that customers have fully understood the information about prices, products, offers and services before the price negotiation begins.
6. Sign the contract: there should be no tendency to rush for success in the closing stage, but customers should be given more time to consider and make a decision, but the sales staff should skillfully strengthen customers' confidence in the purchased products. When handling the relevant documents, the sales staff should strive to create a relaxed signing atmosphere.
7. Delivery: In order to ensure that the vehicle is unscathed, the salesman should clean the vehicle and keep the body clean before delivery.
8. After-sales tracking: Once the car is sold, we should always pay a return visit to the customer to keep abreast of the customer's evaluation and use of our car and remind the customer to do a good job in maintenance.
7. Beijing Hyundai brand:
....
Eight. The main configuration of the model:
....
Nine. Internship summary:
One month's internship passed, and I was deeply touched by the internship in Beijing Hyundai Xingtai Peng Jing Store, which taught me something I couldn't learn in my study, taught me how to get along with customers, and made me realize that many things in life are not so easy to do, and I can only do well by my own continuous efforts and persistence.
When I first went, I was full of confidence. I believe that since there is a new beginning, there will be new gains. So I went early on the day of registration, and soon I met Manager Zhang. Then I went to work and started my future work with Xiao Gong.
I arrive at 7: 40 in the morning and get off work at 6: 00 in the afternoon. I could bear it for a few days at first, and then I was particularly tired. I ride my bike every day and carry my tired body back to school. I don't even want to eat, I just want to have a good sleep. But after a long time, I accepted the test of time.
Those people in the shop are easy to contact, and sometimes we have fun, but no one feels teased, especially Sister Juan and Brother Su, who are the funniest. They are a pair of stooges, always freeing us from some boring jobs. Sometimes washing the car makes me particularly depressed. Beijing Hyundai minimum car1.425m, I am too small to reach the roof. It is always incomplete to clean only the car body and not the roof every day.
After cleaning a car.
My main task is to clean the car. By the way, you can learn some sales skills from the salesman and communicate with customers. I was born a shy boy. Sometimes, although I have contacted customers, I am always afraid of saying the wrong thing. I remember once, a customer asked me to tell him something about the engine. Just listening to what he said is bigger than me. I was a little stupid then. I don't know where to start, but I'm afraid that saying the wrong thing will make people laugh. I also feel that he is deliberately teasing me to see that I am new here. Luckily, Silver helped me at that time, but I didn't mind. This may also be a good thing. I know where my obstacles are and correct them later.
They often tell me that if you want to sell a good car, you must first learn to clean it. It's like a burden on my spine, which always makes me wonder what to do. I repeat the same action every morning. After a long time, I ride my bike faster and faster, and my car is getting better and cleaner. It used to take 50 minutes from school to the company, but now it takes less than 40 minutes. I'm kidding. I haven't learned anything else, but I've practiced driving skills.
Sometimes I always feel like a horse that has lost its reins, galloping on the boundless grassland, and I don't know where the way home is. Sometimes I am like an eagle, soaring in the vast sky, and I don't know where my goal is. Sometimes I'm like a blind man, and I don't know where the light is. Now I'm like a headless fly, bumping around. I don't know where to start with sales. It seems that I still lack something.
Today's customers are particularly difficult, and sometimes they nag endlessly for such a trivial matter. If you have nothing to do, just stand next to those salesmen and befriend them, take their "classics" and strive to become a Buddha as soon as possible. I really envy them and watch them communicate with customers there. I thought to myself: when can I really communicate with my customers? Although I saw it in my eyes, I have remembered what they said.
In some cases, language is also an obstacle. Some customers speak their dialect when they look at the car, and sometimes I can't understand it at all, which affects my communication with customers. Through this, I seem to be versatile. If I know more, I'm not afraid of anything. No one will embarrass you.
On the last day of my internship, I finally had the opportunity to get in touch with my clients thoroughly. I took the key to the garage to see the NF that He Yuxiang wanted. When I got there, I gave my client a brief introduction and began to answer his questions. Soon our time will be over, and I think my answer is not bad. It's ok to fool people who are not good at cars.
After a month's internship, I enjoyed it in retrospect. I learned a lot there and had a lot of close contact with customers. Now I have basic sales skills and can sell cars.
Now the so-called "4S" are: automobile sales, spare parts, after-sales service and information investigation.